Head of Direct Sales

About the role

We are seeking a Head of Direct Sales to lead our direct sales team in Tbilisi, Georgia. The role will own the sales funnel, drive revenue, and ensure high‑quality lead follow‑up across an integrated revenue funnel that includes Marketing and the Call Center.

Key responsibilities

• Manage direct sales performance to achieve the sales plan.
• Lead and monitor a team of 3–5 sales managers.
• Develop clear sales procedures, operating standards and scripts.
• Implement and continuously improve sales scripts and processes.
• Define and track measurable sales KPIs linked to team motivation.
• Train the team on scripts, techniques, objection handling and negotiation.
• Own lead response time and follow‑up quality standards (SLA) for all incoming leads.
• Provide regular reporting to the CCO on funnel performance and revenue results.
• Initiate special sales promotions, commercial offers and CRM/automation requirements.
• Coordinate updates to sales presentations and supporting materials with Marketing.
• Collect customer insights, objections and feedback and share them with Marketing.
• Coordinate with other sales channels to ensure clear lead ownership and a consistent client experience.

Required profile

• Minimum 3 years of sales experience with a complex sales cycle.
• At least 1 year of experience as a Sales Team Lead or Head of Sales with direct responsibility for team performance.
• Strong understanding of the full sales cycle from qualification to closing.
• Proven experience building and managing sales funnels with conversion tracking.
• Experience managing CRM systems.
• Experience developing, implementing and controlling sales procedures, regulations and operating standards.

Required skills

• CRM systems